Sales Blog from Sales expert Trent Leyshan

Archive for April, 2010

The best way to develop your sales skills

Tuesday, April 27th, 2010

Silver bullet

What is the best way to develop your sales skills? In short: sell something you dont have to sell.

Let me explain. Selling is nothing more than leading customers to win-win outcomes. This is so basic yet so challenging for so many salespeople because they’re selling or working for a company they dont believe in.

I would be doing you all a disservice every week in my blog, if I was to simply spruik ideals and philosophies that sound logical and well thought-out, but aren’t practical. There is always a chasm between knowing and doing. So what actually works?

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Posted in Sales Coach, Sales Training | No Comments »

The difference between a strategy and a solution

Thursday, April 22nd, 2010

Srategy V solution

In sales there can be confusion between what constitutes a “strategy” and a “solution”. However, there should be no ambiguity  regarding when each should be presented in your sales process.                                                      

What is a strategy? In simple terms ― the what.  The overall plan. The means to help the customer fulfil their needs or achieve their goals and aspirations.

What is a solution? The how. The doing phase. The vehicle used to implement the strategy. The detail.

Once the client’s need or goal has been agreed, it’s then up to the salesperson to identify the best potential strategies before recommending the most appropriate solution.

A discussion about the most relevant strategies and also broader strategies  (thinking beyond the scope) will help your customer  find “buy-in” and understand how they can move from their “current situation” to where they would like to be in the future; “desired outcome”.

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Social Networking or Social Distraction?

Tuesday, April 13th, 2010

Social networksThere is no denying the internet has changed the way we live and conduct business.

 In a past life I owned one of Australia’s largest web marketing companies, so as a communication tool I am well aware of the internet’s benefits, but I also know what’s not good about the web. 

The winds of change have blown fiercely over the past decade. Social networking sites are all the rage. Facebook, now valued in the billions, is staking its claim as a social pillar, in doing so setting a new tone for the way we communicate and engage with one another.  

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The value of personality and transparency

Thursday, April 8th, 2010

transparencyI was recently car shopping for a 4WD for my partner, Kellie. Searching for a good deal we went into two competing dealers situated not far from each other.

The first was a KIA dealer and the second, Holden. With less than a kilometre separating the two yards, my experience between the dealers could not have been further apart.

Let me start with Holden. My partner and I armed with our two young children entered the lot. We went inside the showroom to find a salesperson to speak with. The showroom wasn’t that busy, but there were a few people floating around distracted and not paying us any attention.

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Posted in Sales Culture, Sales Training, sales process | No Comments »


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